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Successful Negotiations in China
[Size: 1270 words]		 $24.00
Successful Negotiations in China


Major Topics

  • Chinese business style
  • Personal preferences
  • Developing a friendship
  • Playing on the feelings of friendship
  • Obligation and guilt
  • Technical information and records of any previous meetings
  • The opening stages of negotiations
  • Knowing your position
  • Long term commitment
  • Eagerness to compromise
  • Concessions
  • Lower management
  • Social entertainment
  • Applying time pressure
  • Asking direct questions
  • Agreeing to their terms
  • Increasing your chances of success
  • Limits of your position
  • When the agreement is at hand
  • The conclusion of an agreement
  • Chinese style of negotiating
  • Developing guanxi
  • Task management issues
  • Decision makers
  • The principles of Suntzu
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